1、Communication is a Bridge.BUSINESS WRITING商务英语写作商务英语写作.1 Salesrelated inquiresLetters seeking information fall into two broad categories:general inquiries and sales-related inquires.In this chapter,we only discuss salesrelated inquires which are written in regard to a product or a service purchased/
2、sold or being considered for purchase/sale.In order to obtain a satisfactory response,the writer of such inquiry should state his/her request specifically and courteously.Because businesses usually benefit from such correspondence,you can write sales-related inquiries in direct order.Part 1Part 1.21
3、.Begin directly with the objective,indicating a general inquiry about products or service.2.Include specific requests or questions about the products or services.3.If a number of questions or requests are involved,list them by numbers or bullets,or leave space between them.4.End with goodwill words
4、adapted to each particular situation.The general plan for sales-related inquiries:.3Replies to Sales-related InquiriesAlmost all the business people know that every inquiry they answer(whether obviously sales-related or not)may carry the seed of future business.Inquirers who are not themselves custo
5、mers or potential customers may be in a position to influence others to buy.The writers first objective,therefore,is to build goodwill.His second objective is to influence the sale,if the inquiry opens up the opportunity for new or additional business.The success of both objectives depends largely o
6、n your adherence to these principles:.41)Answer Promptly.2)Reply Courteously.3)Respond Completely.4)Provide Additional Information.5)Follow up the Answer.PrinciplesPrinciplesfor sales-related repliesfor sales-related replies.5The general plan for sales-related replies is as follows:1.Begin by courte
7、ously indicating that you are answering his/her requests about products or services,identifying the correspondence being answered(incidentally or in a subject line)2.Express interest in the request.3.If possible,answer all questions and requests,preferably in the order posed.4.Include any necessary
8、details that the reader may need to know about products or services.5.Use sales opportunities when appropriate.5.5.Consider including extras(e.g.using resale material to encourage the reader to buy.)6.Express goodwill or take an optimistic look into the future.6nThe following two letters are written
9、 according to the writing principles mentioned above.Read them and try to figure out how the writing principles are applied.The questions after them might help you accomplish the task.7An inquiry about bathroom fittings Dear Sirs:Would you kindly send us details of your bathroom fittings which you a
10、dvertised in Business Week October 11?Please quote us all the items listed in the enclosed inquiry form,giving your prices CIF Shanghai.Will you please also indicate delivery time,your terms of payment and discount details for regular purchasesLETTER 1LETTER 1.8 and large orders?Our annual requireme
11、nts for bathroom fittings are considerable,and we may be able to place substantial orders with you if your prices are competitive and your delivery is prompt.We are expecting your quotation.Yours faithfully,Tom Zhang Tom Zhang.9A reply to the inquiry about bathroom fittings Dear Mr.Zhang Thanks for
12、your inquiry about our bathroom fittings,and as requested,we are sending you a copy of our illustrated catalog,together with our latest price list(under separate cover)for the items you listed in the inquiry form.Details of our conditions of sale and terms of payment are stated therein.LETTER 2LETTE
13、R 2.10 Usually,goods will be ready three weeks after we have got the order.Our customers do get discounts for regular large orders.But the discount rate for each deal will depend on the quantity and terms of payment to be used.We will assure you that you will be provided with bathroom fittings excel
14、lent in quality and reasonable in price.We look forward to the pleasure of your trial order.Yours sincerely,Mary Wang Mary Wang.11Questions P43n1 Do the letters use direct order or indirect order?n2 How does the first paragraph in each letter begin?n3 Does each letter include necessary explanations
15、about its purpose?n.12询盘用语询盘用语Part 2Part 21、询盘 Enquiry 2、具体询盘 Specific Enquiry3、一般询盘 General Enquiry 4、询价单 Enquiry Sheet5、报价 Quotation 6、佣金 Commission7、折扣 Discount 8、递价 Bid9、折让 Allowance 10、订单 Order.1311、试订单Trial Order 12、欧洲主要港口Eropean Main Ports(EMS)13、净价 Net Price 14、商标 Trade Mark15、品牌 Brand 16、规格
16、 Specification17、尺码 Size 18、存货 Stock19、批发商 Wholesalers 20、零售商 Retailers21、分销商 Distributors 22、毛利 Gross Profit23、式样 Style 24、设计 Design25、模型 Model 26、花样 Pattern.14P43 therein=in that是商业信件、公文等正式文件中常用的副词，是商业信件、公文等正式文件中常用的副词，做状语。类似结构的词有很多，各有不同的意思做状语。类似结构的词有很多，各有不同的意思，如下所示：如下所示：herein=in thisherein=in thi
17、s herewith:=with this herewith:=with this在此在此hereby=by thishereby=by thisthereby=by thatthereby=by thathereof=of thishereof=of thisthereof=of thatthereof=of thathereafter=after thishereafter=after thisthereafter=afterthatthereafter=afterthathereto=to thishereto=to thisthereto=to thatthereto=to thath
18、erefrom=from thisherefrom=from thistherefrom=from thattherefrom=from that hereinafter=in this and after thishereinafter=in this and after this你没必要都去记，只明白其含义即可。其中hereby较常用，要学会使用。.15 Sample AnalysisnSample 2nSample 4.16An inquiry about bed sheets and pillow cases Dear Ms.Smith:Your advertisement for c
19、otton sheets and pillowcases attracts our attention.Would you please send us details of your products,including sizes,colors and prices(FOB Liverpool)and also indicate the different qualities of materials used?When quoting,please state your terms of payments and discounts that you would allow on pur
20、chase of no less than 100 dozen of individual items.We also prefer that you send us samples of each category by air-mail so as to enable us to make a sound decision.SAMPLE 2SAMPLE 2.17 As we are a large dealer in textiles in the US and there is a promising market in our area for moderately priced be
21、d clothing,your prompt attention will bring you a big business with us.Best wishes,James Liu James Liu Sales Manager.18A reply to an inquiry about watches Dear Mr.Emerson:Thank you for your inquiry of September 20.We are still making watches of the type referred to and welcome the prospect of your r
22、enewed custom.Owing to the increased demand for them,we can now offer these watches in a wider range than when you placed your last order.For quantity of no less than a dozen of each type our prices,CIF Huston,are from$90 per dozen for theSAMPLE 4SAMPLE 4.19 Popular to$240 per dozen for the Aristocr
23、at.These prices are subject to a trade discount of 40%on the ex works costs.The enclosed booklet contains details of all our watches and will enable you to make a suitable selection.Far all types we can promise delivery well within the period of four weeks mentioned in your letter.Sincerely,Lily She
24、n.20Part 3nSample Contrast P46.21An inquiry about light-weight raincoats Dear Sirs:We have got your catalog and are interested in buying light-weight raincoats from you.Please send us the latest price list.Wed like to know if you can offer some discount if we place regular orders with you.We are loo
25、king forward to your reply.Yours faithfully,John Smith John Smith1 1.22An inquiry about light-weight raincoats Dear Sirs:Your catalogs have aroused our customers strong interest.Recently we have received a number of requests for your lightweight raincoats.We have good reasons to believe that we coul
26、d place regular orders with you provided your prices are competitive.From the description in your catalog,we feel that your range is the one most,suitable for our area and should be glad if you would send us your quotation for mens and womens coats,in both small and 2 2.23 medium sizes,delivered CIF
27、 Shanghai.If prices are right we should place a first order for 400 raincoats.Shipment would be required within three weeks of order.We would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices.Yours faithfully,John Smith John Smit
28、h.24nAnalysis P 47.25A reply to the inquiry about light-weight raincoats Dear Mr.Smith:We have got your letter inquiring about our light-weight raincoats.As you may have found in the catalog we have got a dozen types of light-weight raincoats.For the quantities you mentioned we are pleased to quote
29、CIF Shanghai as follows:mens in small size,$2.75 for each;mens in medium size,$3 for each;womens in small size,$2.25 for each;and womens in medium size,$2.50 for each.SAMPLE CONTRAST SAMPLE CONTRAST P48P481 1.26 Shipment will be effected within three to four weeks after we have received L/C.Looking
30、forward to hearing from you soon.Yours truly,Thomas Hanson.27A reply to the inquiry about light-weight raincoats Dear Mr.Smith:Thank you for your inquiry about our raincoats.Our range is particularly suitable for warm climate and during the past years we have had repeated orders from dealers in seve
31、ral tropical and subtropical regions.For the quantities you mentioned we are pleased to quote CIF Shanghai as follows:100 mens small$2.75 each$275 100 mens medium$3 each$300 100 womens small$2.25 each$225 100 womens medium$2.50 each$2502 2.28 Shipment will be effected within three to four weeks afte
32、r we have received L/C.We feel you may be interested in some of our other products,so we enclose descriptive booklets and a supply of sales literature for use with your customers.We look forward to receiving your order.Yours truly,Thomas Hanson Thomas Hanson.29nAnalysis P 49.30Generally a detailed i
33、nquiry includes many parts:1.the name and descriptions of commodity;2.quality or specifications;3.quantity;4.terms of price(FOB,CFR,CIF,etc.)5.terms of payment(by L/C,D/P,etc.)6.time of shipment;7.packing method;n.31Useful Patterns and Sentences Useful Patterns and Sentences 句型1：对某产品感兴趣1)We take an
34、interest in various kinds of Mans Shirts.我们对各种男式衬衫感兴趣。2)We are interested in the Electronic Energy Saving Lamps.我们对节能灯感兴趣。3)Your textiles are of interest to us.我们对你公司的纺织品感兴趣。.32句型2：要求寄送有关资料1)We shall be glad if you will send us your samples.请给我们寄你公司的样品。2)We shall appreciate it if you will send us yo
35、ur samples and brochure.如能寄你们的样品和目录小册子当十分感谢。3)It will be appreciated if you could send us your latest catalogues and samples.请寄来最新的目录和样品为感。.33句型3：要求报价1)We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF New York basis.请报你公司童车的CIF纽约最低价。2)We will be pleased if y
36、ou could quote us a price for Printed Shirting on the basis of CIF New York.如能报印花细布的CIF纽约价当十分感谢。3)Please make us your lowest quotation for 500 tons of Walnuts.请报你方500吨核桃的最低价。.34句型4：其他要求1)We have to point out that we intend place a large with you if your price is competitive.请注意，如你方价格具有竞争性，我们将大量订购。2)
37、We have to draw your attention to the point that we will place subsrantial orders if your price is acceptable.我们拟提请你方注意，如你方价格合理，我们将大量订购。3)If your prices are in line,we trust important business can be concluded.如你方价格可行，相信我们可以达成大笔交易。.35Translate the inquiry into English 敬启者：敬启者：纽约纽约的琼斯的琼斯史密斯公司告知我们，你们是
38、各类棉布床单史密斯公司告知我们，你们是各类棉布床单和枕套的出口商。请你寄给我们各种产品的详细资料，和枕套的出口商。请你寄给我们各种产品的详细资料，包括型号、颜色和价格以及所用各种品质原料的样品。包括型号、颜色和价格以及所用各种品质原料的样品。我们是本地最大的纺织品经销商。相信所提到的这种产品我们是本地最大的纺织品经销商。相信所提到的这种产品如在我地定价适当市场将会看好。如在我地定价适当市场将会看好。报价时，请说明你方的支付条件和就每种商品购买量不少报价时，请说明你方的支付条件和就每种商品购买量不少于于100100打所能给予的折扣。所报的价格应包括保险和到利打所能给予的折扣。所报的价格应包括保险
39、和到利物浦的运费。物浦的运费。诚挚问候。诚挚问候。个个.36Sample version Dear Sirs,Messrs Johns&Smith of New York inform us that you are exporters of all cotton bed-sheets and pillowcases.We would like you to send us details of your various ranges,including sizes,colors and prices,as well as samples of the different qualities
40、of material used.37Sample version page 2 We are the largest dealer in textiles here and believe there is a promising market in our area for moderately priced goods of this kind mentioned.When quoting,please state your terms of payment and discount you.38Sample version page 3 would allow on purchases of quantities of not less than 100 dozen of individual items.Price quoted should include insurance and freight to Liverpool.Yours faithfully,.39HomeworknWriting letters according to the information given below.nP53.40.41
